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Before you even get to land a DJing gig, you will need to do some research and scope out the place. This means you have to go to the venue and treat it like your home. You'll have to get to know the staff, the bartender, and even the owner. Once you're on a first-name basis with everybody, you can perhaps scout what they think of the DJ and if there are any opportunities to play music in the place. It would help if you also looked at the crowds that pack the place, suggests James Haidak.
Once you become a regular, make sure you often chat up the owner and ask how the DJ situation is going. Maybe you'll find out something you can use to sell yourself when the time comes. You'll stack the cards in your favor if you show that you can bring people in, so organize a party and let the owner see the dollar sign pop up.
When you're ready to make your pitch, you go out there and make sure you mention what kind of experience you'll bring once you play in their club. If you're known for hosting wild parties in your area, you can tell the owner you're well known in your locale, and you can bring a crowd in. You can also start showing off your marketing materials even before the party gets announced. When the owner sees your willingness to self-promote, they'll see the event will sell without much expense on their part, and they'll probably open the doors to your crowd.